With summer drawing to a close, now is the time to focus on growing your business. Fall is the perfect time to re-energize and recharge. One of the pitfalls I often see so many business executives fall into, is thinking too small, doing the same old things they have done for many years, directed at the same customer base. Now is the time to have a new brainstorming session with your staff and get some new ideas flowing... think big! Set your goals high, try a new approach and you may be surprised at the levels you can reach.  
Why do I say think big? Let's face it-- it's as |simple to find a more profitable client as it is to find a low-paying one, so why not focus on going? The key is generally to know what you have to offer in terms of solutions, communicate  that clearly to the right prospective client, and bingo- - you're on your way to up-levelling your client base. Ask for referrals, recommendations, testimonials and endorsements from formerly super satisfied clientele and your task of obtaining those high level clients will get easier and easier.
​Here are 10 additional ways to be attract and retain high paying clients.

1. Understand Who Your Ideal Client Is: 
   Like in love — we all have our preferred “types.” The key is to be sure you are clear on the kind of companies you like working with and what their pain points are that you (or your company) offer solutions for...before you “pitch” to them.
2.  Know Whom You Are Dealing With:
   CEOs have a vested and concerned interest in the bottom-line, their shareholders and consumer satisfaction. Be clear on how you can help them and start out at the top. This is an often overlooked and critical step. If you are not at the same executive level, is it likely the CEO of a large corporation will answer you directly? Maybe not, but that would be missing the point. The CEO will certainly have an assistant, and odds are good they will delegate your inquiry to the correct department and contact person within the organization. When assigned a project or lead from the CEO’s office, a key level person is much more likely to follow up promptly and respond to you. This has resulted in many new deals for my coaching clients, which may never have taken place without the original direction from the CEO.
3. Ask For Endorsements From Other High Level Clients:
   We all like to do business with people we know, like and trust. So do high-level (C-level) executives. Write a letter on behalf of an existing client who can vouch for you, ask their permission to sign off on it and use it as a recommendation or endorsement of your work.
4. Do Your Homework:
   You can’t afford to be sloppy when it comes to knowing about the CEO and the company you are wanting to attract as a client. Set up Google Alerts to receive information on both in real time. Reference what they’re already doing and how it might be expanded on to reach their objectives (often found on their website, annual reports or quoted in the press).
5. Write A Letter Campaign:
   Write a series of three letters that are sent out a couple of weeks apart so you can be in the groove and not let being unprepared slow down the process. If they respond to your first attempt - lucky you. If not, send the second letter.
6. Demonstrate Results:
   Nothing speaks like bottom-line results to these folks. Find out what matters most to them (i.e. client retention, attracting new markets, increasing the buy per customer, etc.) and detail what your company has done for others with the same objectives. Results talk.
7. Hang Where They Hang:
   Where do your ideal customers like to be (i.e. trade shows, conferences, speaking events), what do they like to read (i.e. trade journals, national business newspapers or magazines, etc.) and see and be seen where they are.
8. Display Your Expertise:
   People will pay more for an expert or specialist. If you have a brain tumor, you want to see the best neurosurgeon around and would be willing to pay for it — or encourage your medical insurance company to do so. Write for industry (your prospects and clients) trade journals, speak at conferences they attend, and leverage publicity you receive by sending it to your target client list. Furthermore, when you reference existing clients or their events, they may be more inclined to share your piece with their own customer base as well, doubling your publicity reach and maximizing your clout as an expert in the industry.
9. Present Yourself Professionally on-line and in Person:
   You never have a second chance to make a first impression. Ever. A mentor of mine once told me my printed materials (I know, I’m dating myself here), needed to exceed whomever I was attempting to attract as a client. Priceless. The same is true for your web and social media posts.
10. Follow-up, Follow-up, Follow-up!
    Woody Allen said the key to success is in showing up, however, I beg to differ. The key to success is to persevere and in doing so - lots of follow-up steps need to be taken before you win the prize. Then more follow-up (i.e. attention) is needed to retain the client. That’s much easier than trying to start from ground zero to get a new one. Don’t ignore what you’ve already attained - schedule in time to focus on maintaining your existing clientele.

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MANY OLDER WORKERS ARE BEING FORCED OUT OF A JOB.
​If you're a full time employee in your 50's or now entering the Golden Age, know that more than half of all workers age 50 and older lost their long-held jobs because they were laid off or otherwise forced to leave involuntarily, a new study says. The research suggests that many older workers will encounter unexpected financial setbacks during the period when saving and planning for retirement is most important.
“Unfortunately, age discrimination seems to be the one form of bias that is still acceptable,” says Susan Weinstock, vice president of Financial Resilience Programming for AARP. “But employers who push out their experienced workers do so to their detriment. Research shows that these employees are loyal, productive, motivated and possess the very ‘soft skills,’ like calm under pressure and ability to solve problems, that employers say they need.” 
AARP is working to educate employers about the value of older workers through its Employer Pledge Program, Weinstock says.

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